May 22, 2019

In the news

Designed with our DMe GTM & Sales team in mind, In the News delivers the latest Adobe news, sales updates, valuable assets, and enablement events. Everything you need to be successful, when you need it and always available.

MAY 22, 2019 ISSUE

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WHAT'S HAPPENING

Announcing Adobe Stock credit packs for all teams direct

On June 6, Adobe Stock will release credit packs for all teams direct customers. Purchases can be made over the phone and on stock.adobe.com/teams. (Admin Console purchases are expected in November 2019.)

Credit packs for teams enable Stock customers to take advantage of the entire content library, including assets not included in subscription plans, such as videos and Premium assets. Please take a few minutes to view this training recording and browse the credit packs for teams assets on the Adobe Stock assets page.

Resources:

Reminder: CC version download availability materials now available

ADOBE CONFIDENTIAL—DO NOT DISTRIBUTE MESSAGE

On May 8, Adobe announced two changes to the availability of our Creative Cloud products.

Version availability: Only the two most recent major versions of Creative Cloud are available for download from the CC desktop app and Adobe.com.

Unauthorized products: Certain older versions of CC apps are now unauthorized for all Adobe customers to use, redistribute, or package.

Creative Cloud for teams and Creative Cloud for enterprise customers who are impacted by the removal of unauthorized products, as well as Adobe partners and resellers, were notified on May 8. Creative Cloud for individual customers were notified by email on May 10 and 17.

Learn more and access supporting materials >

SALES SHOUT OUT

Oak Hill Advisors migration win

Reported by Steven Oliveri, director of North America channel sales

Migrating Acrobat perpetual to subscription is a priority for the Americas team. We are having success executing this strategy with our larger CLP clients, but we need to do better targeting and selling to the much broader base of clients who reside in the TLP licensing program. Because these are smaller clients, we don’t see the large six figure deals like we do from CLP migrations. Instead we see many ~$30K deals, which typically fly under the radar. These small deals are just as hard to migrate, so I thought I would highlight one nice example of the work it takes to migrate this segment of our Acrobat base.

Early in Q2, Keith Rasher worked with channel marketing to host an Acrobat call blitz day at SoftwareONE, primarily focusing on their TLP migration list. Luke Michalski, who is an Adobe BDM at SoftwareONE, and our Adobe CAM Keith Rasher spent the day on the sales floor working with the sales team doing customer calls. This is one success from the day.

Customer: Oak Hill Advisors was one of the target customers on the list with an estimated 200–250 TLP seats. During the discovery call, the client indicated their biggest concerns were support for SSO, license management, and the ability to deploy silently. Luke and Keith set up a follow-up call with the customer and our solutions consultant Taylor Kobey to review SSO and the packager tools. The conference call answered the client’s concerns and sold them on the value of Acrobat DC subscription for their environment.

Results: In late Q2, Oak Hill Advisors purchased 200 Acrobat DC for enterprise licenses for $31,500.

Adobe team: Keith Rasher & Taylor Kobey

SoftwareONE team: Luke Michalski, Todd Spence, and Denis Collins

COLLEAGUE CONNECTIONS

Meet Sam Miller

Role: DMe Account Manager—SMB

Office location: Melbourne

Tenure at Adobe: 1.5 years

Biggest achievement at Adobe: Closing Pacific Brands ($25k ARR NN) in my first quarter at Adobe

Partner in crime: Jess, she is a physiotherapist

Advice you’d give to a new employee: Under-promise, over-deliver, and invest in the ESPP

Hobbies: Basketball in every way I can consume it—from playing 4–6 times per week to watching as many NBA/NBL games as I can and even tracking fantasy basketball

What are you most proud of (work or personal life): My close friends, family members, and colleagues. I’m forever proud of the amazing people I have around me.

Favorite quote: “Keep cool, never freeze" —From a bottle of mayonnaise

Who/What inspires you: The democratization of technology and its exponential capacity to make everyone’s lives better

RECENT EVENTS

Acrobat May release eSeminar

Get the details on the May Acrobat DC release and several programmatic changes to CLP, TLP, and upgrade eligibility. Join this session to understand the new features and the changes that will help you continue to drive migration from perpetual to subscription.

Watch the internal session >

Watch NA | LATAM partner session >

Watch the JAPAC partner session >

Watch the EMEA partner session >

Acrobat sales guide enablement

Learn how the Acrobat sales guide on C&B Connection can help new reps better understand the Acrobat sales process and provide information for specific vertical and horizontal customer segments.

Learn more >

Creative Cloud upsell messaging eSeminar

Upgrade your customers from CC for individuals to CC for teams or from CC for teams to CC for enterprise. This eSeminar will show you how.

Learn more >

SALES TOOL SPOTLIGHT

Acrobat DC May 2019 release presentation

This presentation covers new features of the Acrobat DC May 2019 release and the CLP, TLP, and upgrade eligibility changes that will help you continue to drive migration from perpetual to subscription.

In the news